GreenLake Presales Solution Architect

2 days ago

Taguig, National Capital Region, Philippines HPE Full time

GreenLake Presales Solution Architect

This role has been designed as a hybrid position, with an expectation that you will work on average 2-3 days per week from an HPE office.

About Us

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world.

Job Description

The primary objective of HPE GreenLake Presales Solution Architect is to drive solutioning and pursuit for GreenLake deals. You will be responsible for providing technical expertise, enabling our sales team, supporting pursuit activities, engaging with customers, and delivering compelling presentations.

Responsibilities
  • Engage with customers during the pre-sales process to understand their specific requirements and recommend appropriate solutions.
  • Collaborate with the sales and solutions engineering teams to develop and deliver compelling proposals, business case formulation, presentations, and demonstrations.
  • Address technical inquiries, conduct proof-of-concept exercises, and assist with any technical hurdles during the pursuit phase.
  • Understand the solutions, capabilities, and pricing approach of teams like A&PS and Managed Services, as their inputs will also be required to solution the deals.
  • Understand competitive offers and models to GreenLake deal construct and design the solution to win the deal considering competitive aspects as well.
  • Work with delivery team for complex solution to assess the delivery capability and capability assessment, and for any non-standard unit of measure requirement.
  • Engage opportunity consultant and finance for financial modeling of complex cases.
  • Demonstrate HPE GreenLake Cloud Platform features and highlight the differentiators like Consumption Analytics covering budget, cost analysis, showback capabilities, and also the provisioning capabilities.
  • Represent country solutioning issues with regional team and represent in APAC presales community.
Sales Engagement
  • Act as a trusted advisor to the sales team, providing technical expertise and support to accelerate sales opportunities.
  • Collaborate with the sales team to identify and prioritize target accounts and develop effective strategies for lead generation and conversion.
  • Participate in customer meetings, workshops, and events to present GreenLake portfolio, demo, and solutions and address technical concerns, if any.
Process and Tools
  • Become the country subject matter expert for key sales and pricing tools.
  • Understand deal governance, order booking, and change order, contract renewal, extension process.
  • Understand the terms and conditions of contracting framework and contract lifecycle management process.
  • Channel rebate structure and related GreenLake programs.
  • Work closely with respective teams to provide guidance to the sales teams on process to price and include the GL related software licenses and sw support services.
Customer Engagement
  • Deliver engaging and persuasive presentations to customers, showcasing the value and benefits of our GreenLake solutions.
  • Customize presentations and demonstrations to align with customer needs and requirements.
  • Collaborate with the customer success and professional services teams to ensure smooth implementation and deployment of our solutions.
Technology Evangelism
  • Conduct technical presentations, webinars, and workshops to educate internal teams and external stakeholders on our solutions.
  • Promote and advocate our GreenLake solutions to customers, partners, and industry forums.
  • Stay up to date with the latest trends, developments, and best practices in the Hybrid Cloud landscape.
Technical Enablement
  • Provide technical support and guidance to the sales team throughout the sales cycle, including solution design, proposal development, and product demonstrations.
  • Conduct technical training sessions for sales teams, partners, and customers to enhance their understanding of our GreenLake solutions.
Requirements
  • Bachelor's degree in computer science, Information Technology, or a related field (or equivalent experience).
  • Minimum of 7 years of experience in a Solution Architect, Pre-Sales Engineer, or similar role in the data protection domain.
  • Experience managing the commercials part of the business (cash flow, business case figures, and ability to articulate the economics part of a deal).
  • Proven track record of success in driving leads and pipeline for Veeam or similar data protection solutions.
  • In-depth knowledge and expertise in Hybrid Cloud technologies.
  • Excellent presentation, communication, and interpersonal skills, with the ability to effectively communicate complex technical concepts to both technical and non-technical audiences.
  • Demonstrated ability to collaborate effectively with cross-functional teams, including sales, marketing, and product management.
  • Strong problem-solving and analytical skills, with the ability to quickly understand customer requirements and propose appropriate solutions.
  • Proactive and self-motivated with a strong sense of ownership and the ability to work independently and drive results.
  • Experience in delivering technical training sessions and workshops to sales teams, partners, and customers.
  • Proven ability to build and maintain strong relationships with customers, partners, and key stakeholders.
  • Strong business acumen with the ability to align technical solutions with customer needs and provide valuable insights to drive sales.
  • Willingness to travel occasionally for customer meetings, conferences, and industry events.
What We Offer
  • A competitive salary and extensive social benefits.
  • A diverse and dynamic work environment.
  • Work-life balance and support for career development.
  • An amazing life inside the element.
About HPE

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world.

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